Rule of Three Yeses

In order to ensure that you have full buy in on a deal, and that a “yes” is not counterfeit. The first “yes” is the initial commitment, then you summarize and Labeling to a get a “that’s right”. Finally, “What do we do if we got off track?”, a Calibrated Questions on the implementation¹.

1. Voss, C. & Raz, T. Never Split the Difference: Negotiating As If Your Life Depended On It. (Harper Business, New York, 2016).